Which of the following statements about obtaining commitment is FALSE?
A) To obtain commitment in a nonmanipulative manner, salespeople need to let the customer set the pace.
B) Customers dislike salespeople who display confidence in themselves, their products, and the company they represent.
C) Attempts to gain commitment must be geared to fit the varying reactions of each buyer.
D) All prospects expect enough information from the salesperson to enable them to evaluate the good or service properly.
E) Aggressive salespeople control the sales interaction but often fail to gain commitment because they prejudge the customer's needs.

Question

Quizplus · Accepted Answer

This statement is false because studies show that customers prefer salespeople who display confidence and expertise in their products and services. A lack of confidence can make customers doubt the effectiveness of the product being sold.

Which of the Following Statements About Obtaining Commitment Is FALSE